General Comments on the Deaver Brown Case:
A written word-for-word ten-minute sales presentation. Prepareyour presentation for the Macy's buyer. At least 350 words.
The Deaver Brown case involves making a 10 minute verbal sales presentation to the buyer. Three students have been asked to make the verbal presentation. The rest of the class is to write a presentation just as if they were going to do it verbally.
This will involve guessing what the buyer will ask and answering the questions. I'd suggest preparing what you would say going through the steps of a sales presentation as described in the assigned reading in the 4th Edition of our text Entrepreneurial Small Business, pages 332-334 (In the 3rd Edition the pages are 319-322).
Remember that you have only 10 minutes and that is too short to go through a lot of questions of the buyer. You should know his company and should know what would likely be of interest to him before you get to his office.
It would be good to know what your deal is that you are proposing and get on with telling him about your product, how it will be good for him and for his customers, what your deal is that you are proposing and make some trial closes.
- not as formal as a PowerPoint presentation. Just person-to-person selling.
Points to remember
• Put yourself in the shoes of the buyer
o How the stroller and its package make it easy to store, display and carry
o What the buyer's personal situation is (tenure, pending retirement, etc.)
o Remember, this is a 10 minute sales call - no time for small talk or unnecessary questions
• Understand the balance of power
o They don't need you. You need them
• Know what you want out of the sales call
o A big order or just any order?
• Master the details
o Read the case several times and know the facts cold
o Be prepared to shoot from the hip. The buyer will ask questions for which the answers are not in the case. Answer what you think you can do as the president of the company. "I'll have to check and get back to you" is a weak answer as president - you can make it happen if it is a reasonable request!
GET THE ORDER!
Additional Description of Umbroller
1. Collapsible for travel and storage
2. Adjustable reclining seat
3. Sleek and aerodynamic design
4. Easy no-tool assembly
5. Light weight and easy to fold
6. Six month warranty
7. Adjustable safety harness
8. Four storage pockets
9. Multiple canopy with screen side to let the air in
10. Bicycle style hand brakes
11. Adjustable angle back seat
12. Foot operated parking brake
13. Four color presentation box for floor display
text Entrepreneurial Small Business, pages 332-334)
Attachment:- DeaverBrownCase.rar